Check Your Understanding-Answers
-
What four categories of information are important for you to collect from your prospects?
Demographics
Current information
Needs and wants
Financial information
-
Define "qualifying the buyer."
The process of correlating the buyer's needs and wants with his or her actual financial capacity to buy.
-
What should you do before you show any properties?
Prepare by determining your approach and then making notes about the specific features you want to showcase at each property.
-
What is an important technique that allows buyers to see themselves in the home?
Asking who, what, where and how questions for each room and feature of the home.